SAP Concur · Enterprise software
Negotiating to Win: SAP Concur's discounting habit broken in thirty days
SAP Concur was losing real revenue to a growing culture of automatic discounting.
Fifty-five sales executives across Europe went through a three-module negotiation programme, delivered virtually.
In the twelve months that followed, sales revenue rose by £480,000, a 9.6 times return on the investment.
The challenge: a culture of automatic discounting
Leadership noticed that significant revenue was being lost to a culture of automatic discounting. Sales reps were giving discounts too quickly, without negotiating anything of value in return.
The effect showed up in three places at once: lower deal profitability, inconsistent pricing across the team and missed opportunities to maximise revenue on deals that were already won.
The approach: a three-module sales negotiation programme
Inner Leader designed and delivered a three-module sales negotiation programme, tailored to SAP Concur's own sales process.
The work focused on shifting sales reps from a discounting mindset to negotiating on the value of what they sell: understanding what the other side needs, knowing what to trade (and when) and holding a position without damaging the relationship.
It was delivered virtually across Europe. Fifty-five sales executives completed the programme within a month, applying the techniques to live deals as they went.
Our investment in the Inner Leader's 'Negotiating to Win' programme paid for itself in a single transaction.
Matt ClementsonEnterprise Head of Sales UK&I, SAP Concur Spend Management Solutions
The outcome: sales negotiation training results
Sales teams stopped automatic discounting within thirty days, and the stronger negotiation habits held.
The sales cycle (the time it takes to close a sale) shortened by 21% as reps gained confidence in judging which deals were worth pursuing and negotiating stronger deals. 92% of the sales executives reported feeling more confident negotiating on value as well as price.
In the twelve months following the programme, sales revenue increased by £480,000. Measured against the cost of the work, that is a 9.6 times return.
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